Sales Manager, FM

Location: 

Makati City, PH, 1229

At Barry Callebaut, we are on a journey to transform the cocoa and chocolate industry. As the world’s leading manufacturer of high-quality chocolate and cocoa products, our actions truly shape the future of our industry. We are a business-to-business company, serving the entire food sector, from the cocoa bean to the finest chocolate product. We are a company with a purpose, we believe in doing well by doing good and reinvesting in the communities we operate. We have a long-standing commitment to sustainability and our goal is to shape a sustainable cocoa and chocolate future. We are headquartered in Zurich, and have more than 12,000 passionate Employees working in more than 40 countries worldwide. We are very proud of who we are and what we do. And of course, we are always looking for talented people to help us have a positive impact on our industry and beyond!

About the role

  • Responsible for identifying and crafting sales strategy in collaboration with Senior Sales Manager.  Executing the sales strategy, delivery of volume and financial business objectives, related marketing activities and day-to-day management of sales execution. To maintain and further accelerate the growth potentials for the Philippines market, as we are already serving the key players in the market.  However, we will need a dedicated person who will spend a significant amount of time in developing and penetrating new businesses from new customers (mostly (but not limited to) with direct end users and) with further geographical reach within the Philippines market. 
  • Work with local & regional sales teams to develop new customer opportunities and projects, and existing customers’ strategic
  • Coordinate with customer service and pricing teams on pricing, fulfillment, customer issues, etc.
  • Lead and work together with the Product Development team on new product development, and improvement on existing portfolios (as needed by the customers/market)
  • Manage Internal stakeholders (PD, Supply Chain, Factory: Sales Operations activities)

 

Key responsibilities include

  • Hunt for new customer opportunities
    • Proactively identify, engage and win new and currently unknown customer opportunities
    • Develop both quick wins for the business, and long-term/strategic business volume for key customers
    • Lead and organize Mini/Inspiration sessions, with regular follow-ups in closing the projects within the stipulated timeframe
    • Develop a clear customer and competitor market map – clarity on volumes, who buys what from whom, price points, etc.
  • Manage existing customers’ supply & develop new projects
    • Grow share of wallet with existing customers by proactively proposing and executing new projects, which could be new innovations or improvements on their existing products
    • Manage and execute contract/business negotiation for existing product supply, engage relevant stakeholders on strategic business approach that will have a major incremental volume increase
    • Manage existing distributor (s) businesses and regularly evaluate the performance and review for changes/adjustments as needed
    • Build constructive and effective relationships with existing distributors with the end objective of driving greater sales
    • Regular review (monthly) on Sales forecast (S&OP), ensuring as much accuracy on the actual vs forecast
    • Regular review of customers’ credit term & payment cycle performance, recommend changes as applicable/needed
  • Large captive accounts
    • Create significant growth opportunities by building regional relationships with and eventually cracking significant volume opportunities or even outsourcing
    • Key captive accounts have regional businesses across SEA/APAC and require a closely coordinated approach with a supervisor
    • Lead and organize Mini/Inspiration sessions, with regular follow-ups in closing the projects within the stipulated timeframe
  • Work with customer service, pricing team, (+ additional stakeholders  on specific critical issues as needed which require Commercial leadership on the direction and input- Finance, Factory, QA) on pricing, fulfillment and other customer issues
    • Address day-to-day pricing, fulfillment and other customer issues in close coordination with the customer service and pricing team
  • Internal Stakeholders Management (PD, Supply Chain, Factory: Sales Operations activities)
  • Leading internal stakeholders’ discussion (with the Senior Sales Manager’s support) when there is a new product to be introduced in the factory which requires initial overall alignment between the customer and internal BC team.
  • Coordinate Customer complaint discussion internally when the internal investigation is not satisfactory and requires further deliberation, and actions by internal stakeholders until an agreed solution (s) with the customer(s) is achieved
  • Coordinate and drive the Product Transfer process when the need arises (eg: the existing factory has a long lead time)
  • Manage existing customers’ portfolio of product supply and grow the business (organically, and via new product development/projects)
  • Be aware of the specific market trends/activities and govt policies that will have an impact on the chocolate industries and regular competition analysis.
  • Travel requirements: 50% across the Philippines

 

About you

  • Degree in Economics, Business or other relevant field
  • Proven track record in commercial and food-related industry 
  • Strong Segment insight (market, consumer, customer, retail)
  • Language proficiency: English
  • Min 10 years of Sales experience in the food industries preferably food manufacturing
  • Has experience managing direct customers from the food manufacturing companies managing confectionery, bakery/biscuit, and ice cream segments (targeting mostly local big and medium Philippines companies, and distributors management)
  • Proven track record: Demonstrates "full cycle" of new business development successes and growing existing businesses (Volume and revenue)
  • Good understanding of the shipment terms (INCOTERMS), different payment modes, and handling imported products into the Philippines for local sales and distribution
  • Familiar with and have done ‘tender’ / long-term supply agreements with strategic customers and experience in solutions-based proposal
  • Strong supply chain understanding with demonstrated ability to lead various internal stakeholders when there are supply chain issues that need commercial intervention and able to provide a recommended mutually beneficial solution

At Barry Callebaut, we are committed to Diversity & Inclusion. United by our strong values, we thrive on the diversity of who we are, where we come from, what we’ve experienced and how we think. We are committed to nurturing an inclusive environment where people can truly be themselves, grow to their full potential and feel they belong. #oneBC - Diverse People, Sustainable Growth.

If you want to learn more about Barry Callebaut, please find further information here.

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